Title: AN APPROACH ON RFM TOWARD CLV: THE CASE OF B2B GARMENT SUPPLIERS
Authors:
Nguyen Phu Son, Loi QuangVinh, Ngo Giang Thy, Tu Van Binh and Le Thi Thanh Hieu
Abstract:
Based on the database of 36,199 rows, equivalent to 263 active customers extracted from big data of a textile company, the model of RFM is applied toward the market segment. Parallel, the customer lifetime value (CLV) is approached. The finding is a significant contribution to the textile industry toward the four market segments. Particularly, the CLV is found, it is a very important contribution not only to discouraging spam, but also to reducing churn risk and retaining customer satisfaction through sales and marketing strategies.
Keywords: Customer lifetime value, RFM, Vietnam.
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